All posts by Gary Pica

Gary Pica is a pioneer in the managed services field. He is one of ChannelPro's 20 industry visionaries and MSP Mentor's most influential leaders. He has already built two top-performing MSPs. Today, Gary is the President of TruMethods, a training, peer, and accountability firm aimed at helping IT solution providers reach their full potential as MSPs and cloud providers. Gary shares the key ingredients that transformed his business and his life through his training process. Today, hundreds of IT providers around the world utilize the TruMethods business transformation framework.

MSP Sales: Here’s how to let prospects sell you

MSP Sales: Here’s how to let prospects sell you

One of the many things I’ve learned from decades of sales experience is that salespeople are too focused on “selling.” They are typically set on meeting sales quotes and getting that next big bonus check. But they usually forget about...

/ May 12, 2022 / 2 Comments
3 keys to hiring top talent

3 keys to hiring top talent

MSPs have always struggled with hiring top talent. One reason is many IT professionals aren’t comfortable with working in fast-paced environments. They are used to working in a single-tenant environment and can’t handle what’s required of them when there are...

/ February 16, 2022
The MSP change train is leaving the station: Are you on board?

The MSP change train is leaving the station: Are you on board?

The MSP change train is rolling along with or without you. It’s time to get on board if you haven’t already purchased a ticket and found your seat. Every day a TruMethods member shares another letter from an insurance company...

/ November 30, 2021
Five qualities needed to build a ‘World-Class MSP’

Five qualities needed to build a ‘World-Class MSP’

‘World-Class MSP’ is a title not many MSPs achieve — and there are a couple of reasons for this. First, being a World-Class MSP isn’t easy. You need to have dedication and discipline to deliver consistent results for your customers....

/ August 9, 2021 / 8 Comments
Selling yourself as a one-man MSP

Selling yourself as a one-man MSP

If your MSP business is a one-man shop, there are a variety of challenges you face that larger MSPs don’t have to overcome. For example, you probably run into some different objections when pitching yourself and your services to prospects,...

/ May 25, 2021 / 3 Comments
Sell or wallow: Which sales path will you choose?

Sell or wallow: Which sales path will you choose?

You have heard me talk about the importance of MSPs adding new monthly recurring revenue (MRR) for more than a decade. Adding customers at the right price is key to becoming a World Class MSP. This strategy is more important...

/ March 4, 2021
Business planning is more important today than ever

Business planning is more important today than ever

I’ve always been passionate about motivating business leaders to prioritize business planning, but this year, I’m a bit more vocal about the topic than usual (if you can believe it). So many things in our landscape are changing at once:...

/ December 28, 2020
Selling co-managed IT: Is it the right fit for your MSP?

Selling co-managed IT: Is it the right fit for your MSP?

Co-managed IT is becoming a popular option among businesses in need of additional IT support, particularly larger ones with internal IT departments. While some MSPs are turning toward co-managed IT services to generate additional monthly recurring revenue (MRR), it’s important to consider the following: The co-managed IT model isn’t the right fit for every MSP,...

/ October 15, 2020
The tale of two MSP realities

The tale of two MSP realities

Over the years, you have heard me talk about the tale of two MSP realities. In one reality, sales and marketing is hard, prospects refuse to pay higher prices, and the market determines your ability to succeed. In the other...

/ June 30, 2020
Sales tactics to generate more MRR in 2020

Sales tactics to generate more MRR in 2020

Many IT providers struggle with establishing steady flows of monthly recurring revenue (MRR). Often, the reason this happens is that MSPs fail to follow a disciplined sales process designed to ensure their business is sales-focused, instead of sales-interested. There are...

/ February 24, 2020